en
Steve Anderson,Dave Stein

Beyond the Sales Process

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One of 2017's “15 Great Business Books You Should Definitely Read This Year” --Jeff Haden, Inc. The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including: Research your customer * Build a vision with them for their own success * Understand your customers' drivers, objectives, and challenges * Effectively position and differentiate * Create and realize value together * Leverage your results to forge lasting-and mutually beneficial-relationships Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers-and take your sales performance to a whole new level.
Denne bog er ikke tilgængelig i øjeblikket
356 trykte sider
Oprindeligt udgivet
2016
Udgivelsesår
2016
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Citater

  • Carlos Martinez Ruizhar citeretfor 6 år siden
    But if you’re working with a new customer, you probably don’t have the credibility that experience and history can provide, so you have to take a different approach. This is where your research and diligence can be particularly valuable, because it gives you the credibility to say, “I’ve done some research, I’ve learned a few things about your business, and I would like to have a conversation with you about it.”
  • Carlos Martinez Ruizhar citeretfor 6 år siden
    I’ve done some research, I’ve learned a few things about your business, and I would like to have a conversation with you about it
  • Carlos Martinez Ruizhar citeretfor 6 år siden
    Whether it’s an existing relationship or a potential new one, you have a far better chance of speaking with your customer if they feel that they have something to gain by investing their most valuable asset—their time—with you
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